A blog about telling stories that spread. Stories about remarkable products, remarkable people, and remarkable companies. And sometimes it's about people, places and things that aren't remarkable--but could be.

Wednesday, June 10, 2009

You're on a first date. You pull out graphs and charts and a PowerPoint presentation to show how much money you make, how many promotions you've received, and all the awards you've won. You ask rote questions that seem to be out of a book or how-to manual.
Think there will be a second date?

Rewind the tape...

First date. You ask questions. You listen. You care. You answer every question honestly. Your intent is not to impress, but to learn, to share, to connect.
Several things discussed peak interest for both of you. You say you'd like to learn more next time. Second date is inevitable, then third, then fourth...pretty soon commitment follows.

Thursday, January 29, 2009

I think integrity has more to do with how your treat others, and yourself, than it has to do with the rates you charge for your services.

Last week I received an email from The Breakers in Palm Beach, FL. Stayed there a few times on business trips. The email was offering up to $200 per day in resort credits for food, spa, golf, etc.

Here's the story they're telling:

-They have vacant rooms.-They want to fill those rooms.-When you use the resort credit it goes toward stuff that doesn’t cost them $200 to produce.-You must pay full rack rates to get the credit.-So you bite.-Your total cost is less than the last time you stayed there.-They make a little less on you but a lot more than leaving that room vacant.-But it’s The Breakers so you know it won’t be available when the place is full.

They get full room rate. You spend less. They fill a room that would most likely go unsold. When you're there, they treat you with respect and super serve you. You have a great time.

Did they lose integrity? Not at all. Probably picked up some positive word of mouth.

And they're keeping people employed.

So, if you make pricing decisions, here are some suggestions:-Don’t let rooms go unsold.-Add some stuff to packages that work for your client but don’t cost you as much.-You’ll be able to remove the stuff when your inventory tightens up—promise.-If you’re worried about what “everyone” in your industry or market will say, buy some earplugs. (Who is “everyone” anyway?)